Jeff Davis

NOVEMBER 22, 2017

For many sales leaders Sales and Marketing Alignment might look like a tall order that may have marginal impact on the business. What the CMO CAN bring to the table In a March 2015 study authored by Laura Ramos at Forrester Research, B2B CMOs where asked what was the most important thing they could do to help sales succeed.

Marketing 48

Marketing Sales Qualified Lead Margin Study 48

Marc Wayshak

JUNE 22, 2021

Pay attention to the new psychology of selling in today’s market, and you’ll become much more effective every single time you’re in front of a prospect. Take a look to learn all about the psychology of selling in today’s market: 1. What you learned in 2015 is now old-school. We need to update our approach.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. It was this book that was the focus of a recent conversation I had with Josiane, below are exerpts of that conversation. Some people are quick studies, but not everyone.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Mindtickle

APRIL 24, 2019

I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations. His story started with the fundamental question of how the organization was going to scale their organization quickly after their $15M round of funding from Bessemer Venture Partners in 2015.

Scale 66

Scale Sales Enablement Case Study Hiring 66

Hubspot Sales

OCTOBER 28, 2020

The worst days to call are Mondays from 6 am to noon and Fridays in the afternoon, according to a study from RingLead. Personalized emails improve clickthrough rates by 14%, and conversion rates by as much as 10%, the Aberdeen Group found. And these tidbits provide an easy way to start a conversation. 3) Send helpful content.

Data 89

Data Prospecting Top of Funnel Lead Rank 89

Corporate Visions

NOVEMBER 7, 2019

One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. In 2015, an average of 5.4 The same can be said about basing your sales and marketing messages on personas. The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? Step 3: Optimize these activities.

How To 80

How To Quota Sales Enablement Survey 80

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. Are the lines between sales and marketing still blurred? Does the disconnect still exist?

Marketing 40

Marketing Retention Analytics Lead Rank 40

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Mindtickle

APRIL 24, 2019

I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations. His story started with the fundamental question of how the organization was going to scale their organization quickly after their $15M round of funding from Bessemer Venture Partners in 2015.

Scale 40

Scale Sales Enablement Case Study Study 40

Mindtickle

APRIL 24, 2019

I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations. His story started with the fundamental question of how the organization was going to scale their organization quickly after their $15M round of funding from Bessemer Venture Partners in 2015.

Scale 40

Scale Sales Enablement Case Study Study 40

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market. As it worked.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

SalesLoft

OCTOBER 22, 2019

Catie Ivey is the Regional Vice President of Sales at Demandbase and has made her mark in the account-based marketing space. It’s one of the pieces that I had planned on talking about a little bit further on in our conversation. I haven’t read this study that you’re describing. Catie : Yes. I agree with you.

Account Based Marketing 49

Account Based Marketing Study Sales Leadership Google 49

Sales and Marketing Management

MAY 1, 2017

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. In 2015 Millennials represented roughly 35 percent of the workforce, with Gen X, Baby Boomers, and the Silent Generation representing 43, 20, and 2 percent respectively.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Close.io

DECEMBER 3, 2019

Whether you’re a seasoned professional or completely new to sales, the following books will provide techniques and tips for improving the conversion rate of your cold calling efforts. The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. Gap Selling. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Gong.io

MARCH 11, 2021

The above are 3 actual headlines from Gong case studies. We created the Revenue Intelligence category to enable leading revenue teams to get the unfiltered truth about their customers and transform the way they go to market. Now, as a Gongster using Gong, Red leans on keywords in search to uncover conversations he’s trying to recall.

Churn 62

Churn Customer Hiring Case Study 62

Hubspot Sales

MARCH 23, 2018

One study tried to figure out how to increase room service tips for waiters in hotels. In one study about fundraising, the researchers told average donors that they were in fact among the highest donors. Packaging the product as a solution instead of just a commodity or service also increases the likelihood of conversion.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Selling Essentials RapidLearning Center

MARCH 10, 2021

Today the five of them are sitting down to review a marketing strategy for a new product the company really needs to succeed. “I’ll present the marketing plan we have so far, and then I want you guys to tear it apart. So to get more participation in a conversation, you need to make a conscious effort to dial them back.

Journal 52

Journal Construction Call-back Research 52

Sales Training Connection

FEBRUARY 9, 2015

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” ©2015 Sales Momentum, LLC.

Discount 50

Discount Negotiation Study Engineering 50

Pointclear

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. marketers are ahead of salespeople.

Outbound 169

Outbound Inbound Telemarketing Education 169

Vengreso

MAY 28, 2020

In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. In this article, I break down for you – the sales leader – the process of tracking the ROI of sales tools, how to secure buy-in from your reps, and how this differs from tracking marketing campaigns.

ROI 122

ROI Sales Tools Tools How To 122

Fill the Funnel

SEPTEMBER 24, 2015

Danny Iny has spent considerable time studying and deploying his findings in courses that are achieving tremendous acceptance from his students. If you would like to listen and watch to future interviews and conversations like this, follow Miles Austin on Blab.im.

Training 48

Training Top of Funnel Funnel Course 48

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Consultative selling is often regarded as one of the most effective sales strategies.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Sales Hacker

AUGUST 4, 2020

When should a company associate with a marketing agency [12:19]. He’s one of the small and medium-sized business owners of the world trying to build a huge business like we all are, and I think it’s a really interesting conversation. When should a company associate with a marketing agency [12:19].

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Tenfold

SEPTEMBER 19, 2017

Remember this Sales 101 basic: be where your market is. billion global population as of July 2015, more than 3 billion use the internet. It’s different from social media marketing. Marketing targets many. The study has found that almost all the surveyed companies see a long- and short- term value in social selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

The ROI Guy

JANUARY 11, 2017

Based on independent research from MHI Global / CSO Insights, taking your value marketing and selling to the next level can: Reduce the number of deals ending in “No Decision” by 30% Improve win rates to 51% (a 40% improvement) Boost the number of sales reps meeting / beating quota to 69% and increasing the average annual revenue attainment to 87%.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Hubspot Sales

JULY 13, 2023

Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. Accordingly, Italy banned ChatGPT over privacy concerns in April, while the European Commission has already proposed a legal framework to take control of AI and monitor its use in the EU market. Tools That Will Save You 1-Hour/Day 2.

Data 74

Data Hiring Guidelines Lead Rank 74

Crunchbase

MARCH 1, 2023

Angeley Mullins Chief Marketing Officer and Chief Growth Officer, Latana Brand Tracking Angeley Mullins began her sales career in the finance industry and then moved into leading commercial teams for technology companies across various international markets. In this role, she advises and accelerates go-to-market and U.S.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Partners in Excellence

APRIL 7, 2021

Where we should be having deeper engagement and conversations, we never dive into the details. seconds in 2015 (and additional research shows it at about 8 seconds in 2020). It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations.

Social Media 57

Social Media Media Microsoft Sports 57

Customer Centric Selling

NOVEMBER 25, 2014

The consensus was that IBM salespeople lost the ability to have conversations about business issues with non-IT executives. I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Marketing (23%). Old selling habits linger. Engineering (12%).

Hiring 81

Hiring Buying Cycle Education Software 81

Sales Hacker

JANUARY 15, 2020

The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. A conversation has to start in order for a sale to take place. Leverage relevant success stories and case studies to build social proof in your outreach. Prospect to start a conversation.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Chorus.ai

APRIL 1, 2021

In a sales presentation, you’ll discuss the impact your product is capable of, spotlight key data points concerning adoption rates and impact on their bottom line, and showcase case studies that link your product’s value directly to your prospect’s pain points. What is the issue they’re facing at the moment?

Decision Maker 62

Decision Maker How To Lead Rank Lead Scoring 62

Sales Training Connection

APRIL 20, 2015

Recently we came across an extensive McKinsey & Company research study involving 81 organizations and over 180,000 people that addressed just that question. Their research studied 20 leadership skills – a small subset of which accounted for 89% of the variance on leadership effectiveness – particularly among frontline leaders.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. Not so with inside sales, where alignment between sales and marketing is critical for the creation of effective collateral and messaging. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

LeadFuze

JULY 16, 2019

In short, B2B marketers can no longer ignore the importance of CX, dismissing it as a B2C marketing trend. . In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. CX Maturity of B2B Organisations. Source: Temkin Group. Source: Accenture Strategy Report.

Influencer 63

Influencer B2B Customer B2C 63